Head of sales

About B&H Worldwide

The Global Institute of Logistics has named B&H Worldwide as the world’s Best in Class Global Aerospace Logistics Company. As the benchmark independent freight forwarder in the global aerospace logistics space, our vision is to be the most respected, valued, passionate and entrusted leader in global aerospace logistics. We aim to provide our employees with a rewarding, safe and empowered environment that fosters high standards. Working at B&H Worldwide you will have the opportunity to grow your career supported by an award-winning team and industry.

Our Mission

To support our customers with consistent, dependable, competitive and innovative logistics solutions which powers their business.

Our Vision

To be the most respected, valued, passionate and entrusted leader in global aerospace logistics.

The Opportunity

The Regional Sales Manager will manage the US Sales teams and will be responsible for the development of customers within the region, whilst improving the commercial awareness in the region. They are accountable for their individual performance and the team meeting the company’s targets and ensuring that customer service and relationships are maintained to a first-class standard. The candidate will collaborate with the Operational and Financial Regional managers to ensure the vision and goals of the region are met year on year.

Location: Miami

Line Manager: Group Sales Director

Working Pattern: Monday to Friday – 40 hours a week

Key Role Accountabilities

New Business Development

1. Identify and convert profitable sales opportunities within the region and effectively manage their individual and team’s performance.
2. Develop and cultivate a strong prospect list to ensure continuity in new business being discovered and onboarded.
3. Arrange customer visits and be present at trade shows to represent the company positively.
4. Accurately forecast sales revenue, manage the overall sales pipeline through regular sales reviews and meetings.
5. Analyse existing lost and down trading customers to assess potential. Where potential is identified re-introduce B&H through product offerings.

New Business Implementation

1. Ensure all information discussed with the client is recorded and passed over internally to ensure successful onboarding.
2. Introduce relevant team members within the company to ensure the customer is onboarded and embedded successfully, always being conscious of the customers experience with B&H.
3. Work with relevant team members to ensure all customer contract requirements are signed and saved on the system.
4. Ensure the rates are approved & loaded in the system for accurate quoting purposes.
5. Ensure customer is established on CW and all documents are allocated to their account. i.e. credit app / Rate card.

RFP / RFQ Development & Management

1. Ensure all content is in the company’s central repository, work to manage this data and continuously improve for the region.
2. Assess any requests to ensure the opportunity & risk represents a realistic chance to win new / additional business within existing or new aerospace customers.
3. Involve line manager in enquires from new customers to ensure correct resources are allocated to the project.
4. All pricing proposals with a potential revenue of >$150,000 per annum to be signed off by Group Managing Director.
5. Enforce fair global pricing from B&H Offices.
6. Work with CS Teams to collect pricing in the region and guide on margin expectations.
7. Develop supporting documentation for the tender response, which may include technical operations information, transition plans, pricing models, etc.
8. Ensure all data is saved and logged on CW / SP for future reference.

CS Team Management

1. Mentor and motivate a high performing team to increase conversion rates and profitability.
2. Create a team culture & perform regular appraisals and monitor each team members goals to ensure staff growth and retention.
3. Work alongside and manage the internal resources to ensure all requests are answered within agreed deadlines utilising standard system format.
4. Act as “go to” person for all advice and guidance in preparation of quotes & proposals.
5. Ensure all margins are accurate and within the company guidelines based on the opportunity.
6. Ensure appropriate team members are involved for complex and significant opportunities.

Marketing & Brand Awareness

1. Contribute to regional marketing and communications via social media, maximise the company’s position within the industry.
2. Work alongside the marketing team to create new material to be used during the sales process.
3. Share new contracts win and exciting opportunities within the team to be shared with the group.

Strategic Development

1. Identify new sales channels and customers within the aerospace vertical and actively contribute to the development of B&H customer solution offering.
2. Investigate and propose new opportunities for consideration within the aerospace vertical.
3. Develop presentations to convey B&H worldwide credentials and capabilities to customers and internal stakeholders.
4. External meetings / QBRs to present to existing and new customers when required.
5. Be highly competent in presenting B&H Worldwide vision, credentials, and capabilities to all relevant audiences.
6. Collaborate with Regional Managers to ensure goals and objects are met within agreed deadlines.
7. Prepare and attend the monthly regional executive calls with the board.

The Market & Competition

1. Collaborate with the Network team to develop a strong network of contacts in overseas offices to ensure we are maintaining our position as the market leader.
2. Identify and evaluate industry trends, competitor activity and market forces, reporting and recommending appropriate action for B&H Worldwide.
3. Collaborate with the Marketing team to drive brand awareness in territory and team awareness.

Your Experience

1. Extensive and proven sales experience in a customer-facing, targeted environment, preferably gained within the aerospace logistics industry, with evidence of leading high performing teams, developing and converting business and commercial opportunities.
2. Proven ability to develop and maintain excellent client and prospect relationships in the market area to ensure high levels of client satisfaction and conversion.
3. Be an excellent communicator (English and Spanish), both written and verbal, with the ability to confidently and credibly engage, influence and motivate customers, partners and team members.
4. Build trust, value others, communicate effectively, drive execution, foster innovation, focus on the customer, collaborate with others, solve problems creatively and demonstrate high integrity.
5. Strong commercial awareness and must understand the impact of actions.
6. Strong analytical skills with the ability to review complex data to generate business solutions which satisfy both customer and company objectives.
7. Excellent IT skills, including Microsoft Office suite, with the ability to produce presentations, analyse and report on data and make and execute recommendations.
8. Work pro-actively using own initiative.
9. Previous experience dealing with varied customer base and building strong relationships.
10. Self-motivated with the ability to work in a fast-paced environment under continuous pressure and meet tight deadlines.
11. Be persistent, tenacious, and determined to win new business.
12. Excellent people-management experience, track record of getting excellent results through the development of the regional Sales teams.
13. Regular travel will be required as part of this role.

B&H Worldwide are an equal opportunity employer. We are committed to creating an inclusive and diverse environment for all team members. If you do require any reasonable adjustments or support during the application process; please contact hr@bhworldwide.com